Are You Picking The Wrong Sales Manager?

Engage Selling

Often, the obvious pick for a sales manager is also the wrong one. You have an opening for a sales manager position in your organization. The obvious pick is your top performing sales rep, right? Contrary … Read More » Hiring Observations from the real World hiring sales manager how to hire a sales manager how to hire the right salesperson sales management sales management practices sales manager

10 Delivery-Related Issues Affecting Sales Managers

The Center for Sales Strategy

Sales managers are responsible for overseeing the success of a company’s sales department. However, unless sales managers can cooperate with the production/service delivery teams, it will be difficult for sales to back up their promises and/or fulfill the customer’s needs.


Sign Up for our Newsletter

This site is protected by reCAPTCHA and the Google Privacy Policy and Terms of Service apply.

Trending Sources

4 Unique Challenges Facing Sales Managers

Sales Readiness Group

Now that you’ve hired a new sales manager for your team (or you’ve been hired as a sales manager), you can relax and take it easy. Sales Coaching Sales Leadership

Q&A on Sales Management with Harvard Business School's Frank Cespedes

RAIN Group

Frank Cespedes, senior lecturer at Harvard Business School, discusses his latest book, Sales Management That Works: How to Sell in a World that Never Stops Changing (Harvard Business Press, 2021) in this Q&A with RAIN Group. Sales Management

Organic Growth Strategy: How to Leverage Market Collateral Around Social Media

Speaker: Akilah Murrell, Sr. Director of Channel Marketing at Channel Maven

Join Akilah Murrell, Senior Director of Channel Marketing at Channel Maven, for this how-to session on engaging your buyer base through social media.

A Winning Playbook for Sales Managers

Sales Readiness Group

In the sports world, coaches and managers are evaluated on one metric: winning. For sales managers, it’s about winning deals and hitting quotas — and their success rate is scrutinized by executives at the highest levels of the organization.

Sales Managers Can Help Salespeople Close More Deals

The Center for Sales Strategy

I know what you’re thinking… NO, I do not think sales managers should close deals for their salespeople. Sales close a dealDoing that (consistently) only causes more issues, but that's not what this is about.

What I Learned Talking to 53 Sales Managers

Sales Readiness Group

Last week, I surveyed 53 sales managers, asking them, among other things, what essential skills their top-performing salespeople possess. Selling Skills Sales Management Sales Leadership

Biggest Sales Challenges for Sales Managers in 2021

The Center for Sales Strategy

And as a sales manager, you’re finding innovative ways to address these issues. However, to become more effective in your role and provide a better overall direction for the entire team, it’s important to know the current challenges that sales managers face as well.

How to Train a Sales Manager

The Center for Sales Strategy

Assuming a sales manager does need a training plan can be a costly mistake. Here are four areas that should be included in a sales manager training plan: People. Keeping reading for information on each to add focus to the area of creating and using training for a manager.

Why Sales Managers Struggle with Effective Hiring

Miller Heiman Group

Sales organizations face a paradox: although many continue to increase hiring, attrition is on the rise, according to our 2018-2019 Sales Performance Report , creating a major pain point. Poor hiring practices prove costly to sales organizations in many ways.

The Business Case and Playbook for Data-Driven Sales Coaching

Sales coaching & learning is a wise investment, but also requires you to do it right. This eBook will serve as a springboard for your business case, playbook, and implementation plan as you consider an investment to improve data-driven sales coaching.

Sales Managers: Get Out from Behind Your Desk | Sales Strategies

Engage Selling

As sales managers, you can’t solve your team and company’s problems if you’re not talking to customers directly. However, you need … Read More » The post Sales Managers: Get Out from Behind Your Desk | Sales Strategies first appeared on The Sales Leader.

The Sales Manager's Role in Building a High-Performance Team

Sales Readiness Group

Sometimes you think you have identified the perfect sales candidate, and it doesn’t pan out. But within the high-stakes challenge of building a world-class sales organization, there are four things you can do to decrease uncertainty and increase your success rate.

Our Top 10 Sales Management and Leadership Posts of 2021

Sales Readiness Group

It's been quite a year for sales leaders across the country. We hope that implementing some of these strategies and tactics made your sales teams run more smoothly in 2021. Sales Management Sales Training Sales Leadership

Sales Management’s Shoving Point

Sales Management Matters

Our audience of sales managers and sales effectiveness leaders will have its work cut out for it over the next several months. They will realize the daunting challenge of mobilizing this effort with a sales force that is both distributed and disrupted.

The “Superhero Syndrome” that Causes Sales Managers to Fail

Sandler Training

Many mentors (and mentees) resist asking an all-important question about the sales leader’s role: “Where are things most likely to go wrong?” The post The “Superhero Syndrome” that Causes Sales Managers to Fail appeared first on Sandler Training.

The Critical Mistake Sales Managers Make | Sales Strategies

Engage Selling

Conduct … Read More » The post The Critical Mistake Sales Managers Make | Sales Strategies first appeared on The Sales Leader. The most successful organizations I work with right now are nimble.

Four Keys to Evolving Sales Management at Your Company

Miller Heiman Group

It’s hard out there for your average sales manager. Sales trends like ever-expanding buyer expectations, changing sales methodologies and nonstop transformation initiatives have coalesced to make their role more challenging than ever. Enable Sales Managers Directly.

The Ultimate Bucket List for Sales Managers

The Center for Sales Strategy

While many of us use bucket lists for personal achievements, we couldn't help but wonder what's the ultimate bucket list for a sales manager look like? Improving sales performance in your organization is critical. sales performance Sales

To Keep Momentum in Q2, Double Down on Sales Management

Sandler Training

One of the big questions we are hearing from clients these days is this one: We’ve finally begun to turn the corner … so how do we sustain our organization’s sales momentum in a time of uncertainty? Blog Posts Management & Leadership management training sales management sales training

Setting Sales Managers to Fail

Engage Selling

Are you setting your sales managers up to fail? A few years ago, I met an executive running sales teams who had recently been promoted to the role. ” The entire time … Read More » Observations from the real World Sales Leadership sales Sales Leader sales rep Sales TeamsHe gave new meaning to the term “hands off.”

Identifying Redundancies for Sales Managers: What To Know

The Center for Sales Strategy

sales performanceApproximately 1.2 million employees were laid off or discharged in December 2021. As businesses recover from the chaos of the COVID-19 pandemic, identifying redundancies is essential for growth. But what is redundancy?

What does a sales manager do? (+7 must-have skills)


During the company’s all-hands meeting, you find out a sales manager role has opened up. As a seasoned sales rep, you naturally get excited—until you realize that you don’t know how to transition from a sales agent to a sales manager. Oversee sales strategy.

Secrets of Successful Sales Managers


All too often, new sales managers land in a leadership role based on their ability to sell. Because of this, many don’t know the first thing about sales talent management. Failing to Establish a Repeatable Sales Processes. Focusing Primarily on Sales Stars.

3 Reasons Sales Managers Focus Responsibilities on Selling vs. Managing (And What to Do About It)

Sales Readiness Group

Senior sales leaders become frustrated when their sales managers, many of whom were promoted from the sales ranks , focus their responsibilities on selling as opposed to managing their sales teams. Sales Coaching Sales Leadership

Two Sales Management Styles (And Which One to Avoid)

Sales Readiness Group

One key takeaway from the pandemic is the heightened importance of how sales managers communicate with their teams. Since the beginning, managers have dealt with a myriad of employee issues that require empathy and understanding. Sales Training Sales Coaching Sales Leadership

Top Articles of 2019: Sales Management

The Center for Sales Strategy

Providing quality content that helps our clients and visitors improve their sales performance is a goal of ours, and we hope this blog has brought you insight, education, and tips to get you on the path to success. sales strategy sales performance sales management coaching

Big Rocks for Sales Managers to Focus On

The Center for Sales Strategy

In addition to resetting your priorities, recruiting and selecting the right talent, and managing people individually — there’s another aspect sales managers need to focus on. Great management begins and ends with YOU. sales performance sales leadership big rocks

Sales Coach or Sales Manager?

Sandler Training

It's common for people to mistake sales management for sales coaching. Management & LeadershipIn fact, these are two very different roles. The table highlights some of the most notable differences. Read Time: 5 Minutes.

Sales Management Tips for Conducting Remote Sales Meetings

The Center for Sales Strategy

In addition to generating revenue and keeping their sales pipeline strong , sales managers are also tasked with running effective remote sales meetings. Below are some technical tips used by world-class managers to deliver a high-quality virtual experience.

4 Keys to Successful Sales Management Meetings

SBI Growth

Article Sales Strategy SBI for SMB agenda sales management sales manager sales meeting agenda sales strategy talent vp sales

10 Sales Manager Interview Questions

EcSell Institute

Below are 10 sales manager interview questions that you can use when interviewing potential sales managers for your department. If I were to interview your reporting staff members, how would they describe your strengths and weaknesses as a manager and supervisor

7 Different Styles of a Successful Sales Manager

Sales Readiness Group

Managing a high-performance sales team can be challenging. One of the main challenges is that the job requires multiple management styles. So if you don't want to struggle in your role, here are seven management styles you must adopt to be successful.

10 best sales management software for small businesses


As a company grows, its ever-expanding sales team needs a capable CRM system to keep track of prospects and customers. What small businesses should look for in sales management software. Picking the right sales management software is often critical to a startup’s success.

New Study: 2020 Trends in Sales Management

Miller Heiman Group

In the past few years, three waves of change have rocked the sales industry: Sellers often play a smaller role in the buying cycle, as buyers wait later in the sales cycle to engage them. Sales organizations undergo constant change initiatives. Managers sit squarely at the intersection of these trends, yet for most organizations, sales management strategies have hardly changed. Managers should take the lead on driving adoption, but only 26.7%

The Sales Manager’s Guidebook – Everything You Need To Become A Top Performing Sales Manager

MTD Sales Training

The Sales Manager’s Guidebook contains a wealth of valuable information for sales managers, split up into 3 manageable volumes which cover the main aspects of sales management. Sales Management sales management sales management skills sales managers guidebook

Five Skills to Help Sales Managers Accelerate Through the Turn

Miller Heiman Group

Sales managers are being tested in ways they’ve never seen before, and new managers have even more challenges as they assume their roles in the midst of sweeping change. Sales leaders have two primary goals: to hit their sales numbers and to develop their people.

Sales Manager's Takeaways From Talent Training

The Center for Sales Strategy

Our goal for the Talent Focused Management (TFM) workshop is to provide clients with strategies and tactics that they can actually put into practice immediately.

The top 9 sales management software tools of 2020


Sales managers are responsible for growing revenue. The right sales management software helps managers achieve all of these goals, from the daily tasks to the big picture. What is sales management software? Sales dashboard. Sales reporting.

The 6 Key Traits Effective Sales Management Begins With

Hubspot Sales

Every sales manager has some degree of legitimate dedication to both their company and professional development. That's a big part of how you get to be a manager in the first place. The best sales managers lead by example. Attend sales management seminars.

Top Articles of 2018: Sales Management

The Center for Sales Strategy

Providing quality content that helps our clients and visitors improve their sales performance is a goal of ours, and we hope this blog has brought you insight, education, and tips to get you on the path to success. Check out these top blogs on sales management from 2018, and let them kickstart your 2019 sales strategy. sales management coaching sales performance sales strategy

Sales Managers: The Key to Getting Your Sellers to Love Your Tech Stack

Miller Heiman Group

Our 2019 World-Class Sales Practices Study linked technology adoption to sales success. Yet, although most organizations have deployed at least 10 sales technology tools—with four more on the way , seller efficiency and effectiveness have not improved.